Recommended by: WiseSuit Staff

The Little Red Book of Selling is eye-catching; not only because it's red, but because of the "Red" principles. And not just any number of principles; Jeffrey Gitomer, author of the New York Times best sellers The Sales Bible, the Little Black Book of Connections, and the Little Gold Book of YES! Attitude presents 12.5 principles that will re-adjust your mindset and boost your sales numbers.

And if these won't get your attention, then nothing will. And under each principle are the "Red Bites." So get ready to open your mind and think differently as you read over these principles:

  1.0.  Kick your own ass

  2.0. Prepare to win; or lose to someone who is

  3.0. Personal branding IS sales: it's not who you know but who knows you

  4.0.  It's all about value; it's all about relationship; it isn't all about price

  5.0.  It's NOT work; it's NETwork

  6.0.  If you can't get in front of the real decision maker, you suck

  7.0.  Engage me and you can make me convince myself

  8.0.  If you can make them laugh, you can make them buy

  9.0.  Use creativity to differentiate and dominate

 10.0. Reduce their risk and you'll convert selling to buying

 11.0.  When you say it about yourself, it's bragging. When somebody else says it, it's proof

12.0.  Antennas up

12.5.  Resign yourself as general manager of the Universe

For each principle there is a list of "Red-Bites," soliciting thought-provoking questions and statements. For example, under the first principle, "Kick your own ass," are these "Red-Bites:"

• Bad day or bad attitude?
• Philosophy drives attitudes
  Develop a YES attitude
• Celebrate effort; not victory
• You know what to do; you just don't do it
• Time management - what's important now?
• Be selfish. Learn for yourself. Do it for yourself. Selfish wins

The bottom line is to be successful, you must be self-motivating. That's why you must "kick your own ass." The book states:

"No one will do it for you. No one really wants to help you. Very few will inspire you. And even fewer will care about you. People care about themselves; just as you do."

If the concept of being "selfish" makes your skin crawl because you've been taught selfishness is wrong, perhaps "selfish" is the wrong word here. Perhaps, self-responsibility is a better word. There's a big difference in each one being responsible for themselves and truly being selfish.

A great read for every sales professional.

Reviews:

"This isn't just a red book; it's a Red Bull of high-energy sales tips & counsel." - David Dorsey, The Wall Street Journal

About the Author:

Jeffrey Gitomer is an American businessman, business coach, and the author of the New York Times best sellers The Sales Bible, the Little Red Book of Selling, the Little Black Book of Connections, and the Little Gold Book of YES! Attitude. Gitomer gained notoriety in 2003 for being the first passenger ever to be banned from US Airways. The airline cited chronic, unreasonable complaints, numerous confrontations with employees, and verbal abuse that allegedly brought employees to tears. In an interview, Gitomer described himself as a demanding, but not abusive, customer and cited only one time that he made an employee cry, several years prior.

Category:  Sales